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If One More Thing Goes Wrong… Your Business Breaks | Social Proof Podcast · Social Proof Podcast

0:00
[SPEAKER_00]: I'm going to tell you the truth, your business is weak.
0:04
[SPEAKER_00]: That's why you're stressed out every single day.
0:06
[SPEAKER_00]: That's why you're going to be worrying about how you're going to continue to make ends meet.
0:11
[SPEAKER_02]: One more thing, and this thing is over with.
0:14
[SPEAKER_00]: If one more thing goes wrong,
0:15
[SPEAKER_00]: I'm out of business.
0:16
[SPEAKER_00]: If one more thing goes wrong, it's going to take some major effort in order for me to recover from it.
0:23
[SPEAKER_02]: I don't have a fragile bank account.
0:25
[SPEAKER_02]: A fragile bank account or anything.
0:28
[SPEAKER_02]: It can be something that I forgot to pay something that's on auto drive and every day you're checking it.
0:33
[SPEAKER_02]: Because you don't know what's going to happen.
0:34
[SPEAKER_02]: It's going to be positive and negative.
0:36
[SPEAKER_02]: We're rolling the dice every day.
0:37
[SPEAKER_00]: I'll do some sales calls with entrepreneurs who want coaching and I'll ask them like, well how much money have you made so far this year?
0:45
[SPEAKER_00]: And they don't know.
0:46
[SPEAKER_02]: If revenue is dependent upon one person, whether it's me, a staff member, whatever, or production is relying on one person, that is the makings of a fragile business.
1:02
[SPEAKER_00]: My name is Donnie Wiggins.
1:03
[SPEAKER_00]: I am one of your favorite business coaches sitting here with my partner in crime or partner in success.
1:10
[SPEAKER_00]: David Shans.
1:10
[SPEAKER_00]: Also one of your favorite podcast coaches.
1:12
[SPEAKER_02]: First of all, let me say my name.
1:14
[SPEAKER_00]: Okay.
1:15
[SPEAKER_00]: Well, thank you.
1:17
[SPEAKER_02]: Normally say here with my partner, and I get the same on.
1:20
[SPEAKER_00]: Well, you didn't move like you were about to say it, and I didn't want awkward space.
1:24
[SPEAKER_02]: You didn't open up the lane for me to say.
1:26
[SPEAKER_02]: My name is David Shans.
1:27
[SPEAKER_02]: My name is David Shans.
1:30
[SPEAKER_00]: See?
1:30
[SPEAKER_00]: She wasn't even prepared.
1:33
[SPEAKER_00]: This is social proof guys and this is the social proof podcast and we're going to talk to you today about why your business is fragile.
1:40
[SPEAKER_00]: David and I get to sit with entrepreneurs all the time.
1:43
[SPEAKER_00]: Talk to entrepreneurs all the time who are concerned, who are unclear, who are quite afraid, like
1:50
[SPEAKER_00]: You know the entrepreneur who's who's once job application away from going back to their corporate job, like always talking about, do I need to go and get a job?
2:00
[SPEAKER_00]: And the answer is maybe, because if you got a weak business, we either got a tight knit up and strengthen it, or yeah, you need to go back to court.
2:08
[SPEAKER_02]: Or more sure, do you feel like your business is fragile?
2:12
[SPEAKER_02]: When you hear that word, fragile, do you get nervous to look a little anxiety?
2:16
[SPEAKER_02]: Oh my gosh.
2:17
[SPEAKER_02]: is my business fragile.
2:19
[SPEAKER_02]: How will we describe fragile?
2:21
[SPEAKER_02]: What's the definition of fragile?
2:24
[SPEAKER_02]: Can we look at what without GPT, how would you describe fragile?
2:28
[SPEAKER_00]: Um, fragile is something that you have to uh,
2:34
[SPEAKER_00]: Well, no, okay, don't miss the camera, fragile, it depends, fragile can be weak, something that you have to be very gentle with.
2:44
[SPEAKER_00]: When I think of something fragile, like you're handling it very carefully because at any moment, it can break or damage.
2:52
[SPEAKER_00]: When I think of fragile, I think of that.
2:53
[SPEAKER_02]: Have you ever been in a, like you, or I guess we've all been there, but maybe a relationship that's fragile and it's like, you know, one more thing and this thing is over with.
3:06
[SPEAKER_02]: Yeah.
3:07
[SPEAKER_02]: Or you've been in some sort of, like, you've talked to someone, or even have a relationship with someone that is just, their feelings are so fragile and it's almost like,
3:20
[SPEAKER_00]: anything you say to that person can trigger something anything and we're both right here the definition of fragile is something that's easily broken or damaged.
3:30
[SPEAKER_00]: Easily broken or damaged.
3:33
[SPEAKER_00]: So I want you to just ask yourself right out of the gate before we get into it is it easy for my business to break right now?
3:42
[SPEAKER_00]: is it like if one more thing goes wrong, it's over with.
3:46
[SPEAKER_00]: If one more thing goes wrong, I'm out of business.
3:49
[SPEAKER_00]: If one more thing goes wrong, it's going to take some major effort in order for me to recover from it.
3:55
[SPEAKER_02]: I don't have a fragile bank account.
3:57
[SPEAKER_02]: You have a fragile bank account or anything.
4:01
[SPEAKER_02]: It could be something that I forgot to pay something.
4:03
[SPEAKER_02]: That's not auto-draft.
4:05
[SPEAKER_02]: It could be a check that I forgot that I've wrote.
4:09
[SPEAKER_02]: fragile and every day you're checking it because you don't know what's going to happen you're going to be positive and negative we're going to die every day rolling the dice every my question would be what is the opposite of fragile strong strong
4:25
[SPEAKER_00]: solid solid yeah solid strong healthy depending on how you're using the word fragile something tough yeah something that means built to last durable durable mm-hmm and would it be wonderful to have a durable business a strong business
4:49
[SPEAKER_00]: But in order to have a strong business, we have to be able to name the weak parts of our business because if we can name it, we can solve for it.
5:00
[SPEAKER_02]: That's a bar.
5:01
[SPEAKER_02]: That's a, well, so I mean, well, let's, let's just go on and get into it.
5:05
[SPEAKER_02]: Yeah, let's, let's get into it.
5:07
[SPEAKER_00]: Let's expo, I like that worst dirty.
5:08
[SPEAKER_00]: Somebody in the community says, dirty.
5:10
[SPEAKER_02]: Sturdies.
5:11
[SPEAKER_00]: I got a good sturdie business.
5:13
[SPEAKER_02]: OK, do me a favor in a scale on one to five in the chat or in the comments in our money.
5:22
[SPEAKER_02]: It looks like it's peaking a little bit on the audio.
5:26
[SPEAKER_02]: So we might have to turn it down a little bit.
5:27
[SPEAKER_02]: So we're not like moving into the red too much, but what was I saying?
5:37
[SPEAKER_00]: Do me a favor on a scale of one side.
5:39
[SPEAKER_02]: One to five in the chat or in the comment section.
5:45
[SPEAKER_02]: How solid is your business?
5:49
[SPEAKER_02]: One being fragile, five being solid.
5:53
[SPEAKER_02]: Your business.
5:54
[SPEAKER_02]: And what you think about it is no like Rubrik or, you know, I'm just saying in your feelings on how you feel about this, a five says my business is a machine.
6:04
[SPEAKER_02]: We have a solid income stream, we have solid employees, we have a solid team, our SLP is our own point if something breaks against, it gets fixed really, really quickly.
6:16
[SPEAKER_02]: I have a solid foundation, strong business.
6:20
[SPEAKER_02]: Uh, a one says, I mean, the wind can blow the wrong way, and it's over with one refund request.
6:31
[SPEAKER_00]: One, uh, charge back one charge one dispute one dispute and you lose it.
6:38
[SPEAKER_02]: Oh my gosh, I got a very key person in my business, but it feels like there's some tension there.
6:45
[SPEAKER_00]: If this person leaves, it's over.
6:48
[SPEAKER_00]: It's over because I need this person in order for the business to run.
6:54
[SPEAKER_00]: Imagine being that way.
6:55
[SPEAKER_00]: Imagine being that way.
6:58
[SPEAKER_02]: Oh my God.
6:59
[SPEAKER_00]: Or you're not making enough revenue to pay your subscriptions for your systems.
7:05
[SPEAKER_00]: And it's like, I am one sale away.
7:08
[SPEAKER_00]: I need a sale or they've already told me systems shut down tomorrow.
7:13
[SPEAKER_02]: You're been in a situation where somebody owe you money and you need the money, but your pride doesn't let you like handle them for the money to let them know how much you need the money, but I need the money.
7:22
[SPEAKER_02]: But I need my money, because Rick is tomorrow, I'm praying, begging, wishing, but I don't want to see thirsty.
7:29
[SPEAKER_02]: So.
7:30
[SPEAKER_02]: Yeah.
7:31
[SPEAKER_02]: You know what I mean?
7:32
[SPEAKER_00]: Yeah, I have.
7:33
[SPEAKER_00]: I've been there.
7:34
[SPEAKER_00]: Yeah, you don't want to expose a weakness.
7:36
[SPEAKER_00]: Like, I need my money because I am in the same position.
7:39
[SPEAKER_00]: You were in when you borrowed this money.
7:41
[SPEAKER_00]: Now I need my money.
7:42
[SPEAKER_00]: 100%.
7:42
[SPEAKER_02]: I need my money way.
7:44
[SPEAKER_02]: Remember what I'm supposed to happen is it's like, oh, I didn't think I, I didn't think, you need that money.
7:49
[SPEAKER_02]: I helped you move for something like that.
7:51
[SPEAKER_02]: I need my money.
7:51
[SPEAKER_02]: When I saw that part, my heart sank.
7:54
[SPEAKER_02]: Oh my gosh, I'm expecting you to give me some money.
7:55
[SPEAKER_02]: And there's no urgency for you to give my money back, but I need it.
7:59
[SPEAKER_02]: really, really, oh my gosh, man, this is, this is taking me back emotionally almost.
8:04
[SPEAKER_02]: And in it's reflecting like some relationships are just fragile, right?
8:10
[SPEAKER_02]: Like it's a lot of things okay, let's get to it, man.
8:14
[SPEAKER_02]: The first reason your business is fragile is one, your business depends on you too much.
8:29
[SPEAKER_02]: You know, business depends on you.
8:33
[SPEAKER_00]: Mm-hmm.
8:33
[SPEAKER_00]: Are you going to say anything about this?
8:34
[SPEAKER_02]: I just want that to sink in.
8:37
[SPEAKER_02]: What's so funny, what's so funny is me and Daddy were just talking about that, because when you are sharing what you are sharing, you're like, yo, I'm the best at this thing in my business.
8:52
[SPEAKER_02]: When you said it, I was like, dang.
8:54
[SPEAKER_02]: If I am not around, like, not every aspect of the business that I run isn't relying on me, but a good portion of them are, which means if I have a sick day.
9:10
[SPEAKER_02]: or I'm off, or I just an emergency comes up, ooh, we, that is a real fragile point from our business.
9:19
[SPEAKER_02]: Because it's reliant on me.
9:22
[SPEAKER_02]: So if the revenue is required, I mean, if revenue is dependent upon one person, whether it's me, a staff member, whatever,
9:33
[SPEAKER_02]: or production is reliant on one person, that is the makings of a fragile business.
9:42
[SPEAKER_00]: Yeah, and I talk about this all the time.
9:49
[SPEAKER_00]: You have to, if you are a solo per newer, right?
9:55
[SPEAKER_00]: You're not necessarily a CEO.
9:59
[SPEAKER_00]: You don't have anything to manage outside of your own effort, right?
10:04
[SPEAKER_00]: and the trouble does come into play when you do need a sick day or you do want to vacation or you do want to do things or you're just not feeling it, your head's not in the game.
10:16
[SPEAKER_00]: And now you, you're at a place where if you don't show up, the business doesn't move, if you don't show up, the business doesn't operate, it doesn't function.
10:25
[SPEAKER_00]: People can't get an answer to their question and you want to, like, seriously, it sounds good to make all the money at first.
10:35
[SPEAKER_00]: My business is, I used to brag on, you know, my business is like 95% profit.
10:40
[SPEAKER_00]: I was also doing 95% of the work, right?
10:44
[SPEAKER_00]: I'm doing 95% of the work.
10:47
[SPEAKER_00]: And it actually helps you to make more money when you let go of some of the control that you want to have over the business and over your profit margin.
10:58
[SPEAKER_00]: get somebody else in there that you can start training and sometimes people don't do this not just because of money, but fear if I teach somebody else how to do what I do, what keeps them from just starting another competing company.
11:12
[SPEAKER_02]: Not us, I mean, it's real.
11:14
[SPEAKER_02]: But at the same time, what I found out is most people that work for you, work for you because they don't really want to work for themselves.
11:23
[SPEAKER_02]: Even if they have the sauce or the, you know, for real for real, we are in the information economy, which means there's no shortage of information anywhere.
11:35
[SPEAKER_02]: So if someone wants to learn how to do something, they could do it.
11:38
[SPEAKER_02]: I ran my first little Instagram ad today.
11:41
[SPEAKER_02]: I love in the business management.
11:43
[SPEAKER_02]: You did in the business management.
11:45
[SPEAKER_00]: Yeah, I said that I was going to sit down this year and learn how to do YouTube ads.
11:48
[SPEAKER_02]: Yeah, I ran a little YouTube ad for weeks ago.
11:51
[SPEAKER_00]: I said it make money.
11:53
[SPEAKER_01]: Yeah, no, it was my first time.
11:58
[SPEAKER_02]: But I I sat there and my point is that and the YouTube ad.
12:05
[SPEAKER_02]: I sat down with a chat GPT for about 45 minutes and it walked me through it.
12:10
[SPEAKER_02]: I took a screenshot of what I'm seeing.
12:12
[SPEAKER_02]: What do you think I should click?
12:14
[SPEAKER_02]: So I can find out whatever I need.
12:18
[SPEAKER_02]: That's so good.
12:20
[SPEAKER_02]: I just ran as ad is morning.
12:21
[SPEAKER_02]: This one's more directly to an offer and we're going to see how it works.
12:25
[SPEAKER_02]: But there's no shortage of information.
12:27
[SPEAKER_02]: No.
12:28
[SPEAKER_02]: Which means everybody has the same opportunity to learn how to do the thing that you do.
12:35
[SPEAKER_02]: Period, what makes you special and what makes people want to stay around is they're not the type of person.
12:41
[SPEAKER_02]: There's other stuff outside of information that you need to build something big.
12:45
[SPEAKER_02]: That's why people stick with you.
12:46
[SPEAKER_02]: So I don't mind teaching someone what I do because most people don't have that thing in them.
12:53
[SPEAKER_02]: And if they do, they're gonna leave it some point.
12:58
[SPEAKER_00]: Yeah.
12:59
[SPEAKER_00]: What was your number one?
13:01
[SPEAKER_02]: Um, my number one was your business depends on you too much.
13:05
[SPEAKER_00]: Yeah.
13:07
[SPEAKER_00]: My number two would be you don't know your numbers.
13:11
[SPEAKER_00]: You don't know your numbers and you can't manage what you can't measure, right?
13:17
[SPEAKER_00]: It'll be interesting.
13:18
[SPEAKER_00]: I'll do some sales calls with entrepreneurs who want coaching and I'll ask them like, well, how much money have you made so far this year?
13:27
[SPEAKER_00]: And they don't know.
13:28
[SPEAKER_00]: They don't know how much money they've made or, you know, how profitable are you this year?
13:32
[SPEAKER_00]: they don't know because all they know how to do is go to stripe and see the year to date or the month to date, but they don't know how much money they're actually spending.
13:42
[SPEAKER_00]: And so you don't realize that the reason that you're just one customer away, one refund quit requests away, one charge back away, because you hadn't actually calculated what it costs to run your business.
13:56
[SPEAKER_00]: You don't know your numbers, like,
13:58
[SPEAKER_00]: If I ask you how much your average order is, how much is your average order?
14:05
[SPEAKER_00]: Do you know how much your average order is, right?
14:10
[SPEAKER_00]: And many of you are running businesses with multiple products where customers have the opportunity to make multiple purchases with you.
14:17
[SPEAKER_00]: They can add things to cart.
14:19
[SPEAKER_00]: And you need to know like,
14:21
[SPEAKER_00]: how much on average your average customer spends, because how are you running projections?
14:26
[SPEAKER_00]: If you don't know how many sales you're getting a month, and then how much an average order is, right?
14:31
[SPEAKER_00]: And then you also want to know like the lifetime value.
14:34
[SPEAKER_00]: of your customer meeting, how much does one customer spend with me over a period of time?
14:41
[SPEAKER_00]: How much does a customer spend with me over a period of time?
14:46
[SPEAKER_00]: Fradial businesses are typically built on feelings and emotions, right?
14:52
[SPEAKER_00]: Like you'll check your bank account and depending on what that number says, you feel good about it or you don't.
14:59
[SPEAKER_00]: Every single month, like I know you watch the bank accounts daily, multiple times a day,
15:04
[SPEAKER_00]: There are other people, other entrepreneurs, business owners who are doing that, you're watching it, but you're watching it for a different reason, your nervous about what's coming out of that account.
15:14
[SPEAKER_00]: Your nervous about how much you have left, are you going to be able to pay bills, and then when it also comes to knowing your numbers.
15:20
[SPEAKER_00]: also separating your numbers, your business is going to be fragile and I'll just combine those, even though they could be two separate points because your personal expenses and your business expenses are coming out of a shared account versus you separating those and using your business account for business expenses only, your personal account for personal expenses only, you have to know how much money your business earns, monthly, annually, I'd even say weekly,
15:48
[SPEAKER_00]: and that you have to know how much it costs to run your business.
15:52
[SPEAKER_00]: That's just first, right?
15:54
[SPEAKER_00]: That's just first and foremost.
15:56
[SPEAKER_00]: But then I want you to dig deeper.
15:57
[SPEAKER_00]: You can, I've given you some things that you need to be measuring, but you can also go for your specific business.
16:04
[SPEAKER_00]: You can go to your favorite AI tool and say, hey, this is my business.
16:08
[SPEAKER_00]: This is my industry.
16:09
[SPEAKER_00]: This is what I sell.
16:10
[SPEAKER_00]: What financial metrics do I need to be tracking to make sure I have a sturdy business like a tanya set in the chat to make sure I have a sturdy business?
16:19
[SPEAKER_00]: I want to be measuring these financial metrics.
16:23
[SPEAKER_00]: And the last point to not knowing your numbers is you're not aware of your tax allocation.
16:29
[SPEAKER_00]: So you're not putting anything aside and I teach about profit first and that set up but look into the profit first money management model so that you're making sure that your business is profiting first, you're putting money aside for expenses, you're putting money aside for savings, you're putting money aside for tax allocation.
16:50
[SPEAKER_00]: because it's nothing like making $250,000 in the year and you've blown through it and then you get a large tax bill at the end of it.
16:59
[SPEAKER_00]: So now at the new year you're starting off in a deficit trying to make up for something that you weren't tracking to begin with.
17:07
[SPEAKER_02]: That's a fact.
17:08
[SPEAKER_02]: I was just having a conversation with a young lady over the weekend.
17:12
[SPEAKER_02]: Shout-out to Rachel.
17:14
[SPEAKER_02]: She just opened her podcast, content creation studio.
17:17
[SPEAKER_02]: She came to me after podcast.
17:19
[SPEAKER_02]: I was like, y'all want to open up a studio.
17:20
[SPEAKER_02]: So, you know, hire her, open it up, and she had a grand opening.
17:23
[SPEAKER_02]: So, I was up in New Jersey this past weekend.
17:25
[SPEAKER_02]: So, shout-out to her.
17:26
[SPEAKER_02]: But it was the young lady who I was having a conversation with.
17:30
[SPEAKER_02]: And she was like, y'all, I need help.
17:31
[SPEAKER_02]: So we sat down and she said my goal is long story short my goal is to make a million dollars in profit this year
17:40
[SPEAKER_02]: So I'm asking with the Jamaican things that I nature started making money, but I'm looking at the set up of the business and what she offers so it's a small venue and The venue houses like micro weddings like small and some of weddings, but it's like dope just beautiful choice and also it's like a workout I think like workout coaching People come to you know personal workouts things that I nature
18:04
[SPEAKER_02]: And as we started talking, I just start calculating what it takes to make the million dollars out of the business model that you have.
18:13
[SPEAKER_02]: And it's nearly impossible to profit a million dollars out of this space that you have with this particular business model.
18:22
[SPEAKER_02]: So the math.
18:23
[SPEAKER_02]: doesn't equate the math doesn't support or the business doesn't support the goal that you want.
18:29
[SPEAKER_02]: It's impossible to make that because how many weddings can we have in this, I think it was like 700, 900 square feet, so like that.
18:37
[SPEAKER_02]: How many weddings can we have?
18:39
[SPEAKER_02]: She's telling me to average them out that they spend.
18:42
[SPEAKER_02]: I mean, very few people get married on a Tuesday.
18:46
[SPEAKER_02]: So we're probably looking at
18:52
[SPEAKER_02]: the weddings that we can have in this time window, not including the seasons and how the seasons change because there's a wedding season, people don't typically get married in February on a Wednesday, so it's just tough.
19:06
[SPEAKER_02]: But also the one-on-one coaching, the small intimate classes where people are trying to make my, I don't care how much you charge.
19:13
[SPEAKER_02]: It won't support a million dollars in profit in this model.
19:17
[SPEAKER_02]: And I was telling her, you can profit a million dollars just not with this business model.
19:23
[SPEAKER_02]: I said, you need something that can scale and this model is not scalable how it is today.
19:29
[SPEAKER_02]: And I said, what gym do people go to?
19:31
[SPEAKER_02]: She's like, yo, there's a gym down the street, but it's not the one on one personal care.
19:36
[SPEAKER_02]: I said, I understand that, but that's a scalable model because they got weights and rooms and bikes and treadmills and a little place where you can play the little handball thing and people just come in and out.
19:47
[SPEAKER_02]: They can sell as many memberships as that business can hold without a personal touch.
19:52
[SPEAKER_02]: And she's like, well, it's not as good essentially because it doesn't give people that one on one care.
19:59
[SPEAKER_02]: Well, that's cool, but one-on-one care isn't a scalable model.
20:03
[SPEAKER_00]: It's not a scalable model.
20:04
[SPEAKER_02]: So sometimes the thing that we're doing and the goal that we have, don't even, it's oil and water.
20:13
[SPEAKER_02]: Yeah, they don't rely on it.
20:14
[SPEAKER_02]: Oh, all right, cool.
20:16
[SPEAKER_02]: Number three, you built the hustle and not a system.
20:20
[SPEAKER_02]: You built a hustle and not-a-system.
20:23
[SPEAKER_02]: So we may be transactions where I have a product and I go sell it and I go out in the streets and sell it.
20:31
[SPEAKER_02]: Shout out to my man, funny salesman.
20:34
[SPEAKER_02]: I'm sure he has another business on the side, but he's a content creator.
20:38
[SPEAKER_02]: He does a spray, a little like spray your shoes, but I yell, you know, the funny salesman.
20:42
[SPEAKER_00]: I know who he is.
20:44
[SPEAKER_02]: So...
20:44
[SPEAKER_02]: A hustle will look like, I make the stuff myself in the morning.
20:49
[SPEAKER_02]: I go out and sell it.
20:50
[SPEAKER_02]: That's a hustle.
20:52
[SPEAKER_02]: I know he has other business around that, but some of us just have the product and we just go out to make the money or a barber.
21:02
[SPEAKER_02]: and they hate me, a whole community.
21:04
[SPEAKER_00]: It's typically... Barbara Community, hate you.
21:07
[SPEAKER_00]: Be hate me.
21:07
[SPEAKER_00]: Because you said, yeah, I was a charge.
21:09
[SPEAKER_02]: Yeah, I was a charge.
21:09
[SPEAKER_02]: I was a strong, I was a strong heavy.
21:11
[SPEAKER_02]: But I mean, the way we hustle and we make the money, even if you can systemize in terms of,
21:17
[SPEAKER_02]: The clients that are coming in.
21:19
[SPEAKER_02]: There's no system where the client can get service without a person coming in or my man It sells to juices.
21:27
[SPEAKER_02]: I make the juice in the morning go out and sell it.
21:29
[SPEAKER_02]: It's a hustle and there's no system So that makes a business fragile
21:33
[SPEAKER_00]: yeah for sure makes the business fragile um i'm going to say what do we on number four four number four your revenue your revenue isn't predictable i'm like what was your what was your number one your revenue isn't predictable this is very important because what ends up happening is um you have a really solid month you have one really strong month
21:58
[SPEAKER_00]: And let's say your business has been making $500 a month, $1,000 a month, $2,000 a month, and then you have a black Friday sale, you hired a coach, you develop a black Friday plan, and then you finally had a $10,000 month, right?
22:17
[SPEAKER_00]: And so now you're walking around.
22:19
[SPEAKER_00]: Dave, you remember your first five figure, my 10,000 dollars in a month.
22:24
[SPEAKER_00]: You couldn't tell me anything because now it's up and I'm going to make that over and over and over and over again.
22:37
[SPEAKER_00]: Maybe you will, many times you won't, right?
22:41
[SPEAKER_00]: And the reason that you won't many times is because you don't have a predictable revenue setup.
22:49
[SPEAKER_00]: You can't repeat it on purpose.
22:52
[SPEAKER_00]: Like, you can't repeat your black Friday sale in January, February, March, month and all the things.
22:59
[SPEAKER_00]: Usually because you don't have any type of a pipeline, you don't have funnel setup,
23:03
[SPEAKER_00]: You created that one sales page and it worked, but now we have to maintain customers.
23:09
[SPEAKER_00]: Now we actually have to track things like how many people are visiting our website.
23:13
[SPEAKER_00]: We have to track things like how many people are clicking on the link inside of our emails.
23:19
[SPEAKER_00]: We have to track things like how many people are actually.
23:21
[SPEAKER_00]: clicking on links from our text messages, we have to track conversion rates.
23:26
[SPEAKER_00]: How many people are we converting from lookers and watchers into followers and then from those followers or subscribers?
23:33
[SPEAKER_00]: How many of those are we converting into people who actually buy something?
23:38
[SPEAKER_00]: And so when you're not tracking, I'm going to talk about the systems and the data every single time because when you are not tracking something, you are not building a business, you are literally
23:51
[SPEAKER_00]: and when you have the ability to actually track, every month doesn't have to start off with a question mark.
23:58
[SPEAKER_02]: Yeah, come on, come on, come on, go on my gosh, what a beautiful thing.
24:00
[SPEAKER_00]: Listen, there are people, and I used to be one of these people, years ago, like, you have processes, years ago, I used to fear January 1st in business, because Stripe starts at 0.
24:17
[SPEAKER_00]: And you're wondering, can I do it again?
24:21
[SPEAKER_00]: Most recently, in the last few years, the year that I hit my first seven figures, like as you're watching these numbers, like not only do you not have a predictable model, but there were several things that were going on in my business at that time.
24:35
[SPEAKER_00]: The year that I hit my first seven figures, the model wasn't predictable, I was popular.
24:40
[SPEAKER_00]: So I had a level of authority in which I could make sales, right?
24:44
[SPEAKER_00]: I could hit my goal.
24:46
[SPEAKER_00]: We used to call each other at the end of the day.
24:48
[SPEAKER_00]: Did you hit your goal?
24:50
[SPEAKER_00]: Yeah, yeah.
24:50
[SPEAKER_00]: And if it didn't happen, we're getting on live.
24:52
[SPEAKER_00]: Like, let's get on live until we sell another course.
24:55
[SPEAKER_00]: Let's get on live until we enroll another coaching client.
24:58
[SPEAKER_00]: And that was the hustle.
25:00
[SPEAKER_00]: So not only was the revenue model, not predictable, we're operating as hustlers.
25:05
[SPEAKER_00]: And we were the only people in the business that could do what we do.
25:09
[SPEAKER_00]: Like, I'm taking all the sales calls at one point.
25:13
[SPEAKER_00]: I am creating the course.
25:14
[SPEAKER_00]: I am creating the websites.
25:16
[SPEAKER_00]: You're hitting the switcher on the podcast, machine, the sound equipment, and everything was literally right here.
25:22
[SPEAKER_00]: And David would like, hit it and then get in position.
25:25
[SPEAKER_00]: We're doing literally everything now.
25:28
[SPEAKER_00]: We hustled so hard that it turned into a profitable business.
25:35
[SPEAKER_00]: And you get some kind of a vanity metric like this sense of just being proud of yourself as you see this number grow.
25:42
[SPEAKER_00]: Every single month is growing.
25:43
[SPEAKER_00]: It's growing.
25:44
[SPEAKER_00]: I remember calling my mom like sending her screenshots of my bank account like mom, look at this.
25:51
[SPEAKER_00]: And then when January 1st came and I saw that zero.
25:57
[SPEAKER_00]: I said, am I going to be able to do this again?
26:00
[SPEAKER_00]: Am I going to be able to do this again?
26:03
[SPEAKER_00]: And then I got more serious.
26:05
[SPEAKER_00]: So now I'm looking and saying, how do I predict revenue?
26:10
[SPEAKER_00]: What is my baseline revenue that has to happen in order for me to duplicate that result?
26:16
[SPEAKER_00]: Okay, great.
26:16
[SPEAKER_00]: So we did this, you know, I think it took nine months or something like that to hit that goal.
26:20
[SPEAKER_00]: If we did that in nine months, if I spray this out now over 12 months, how much money do I need to make every single month in order to hit that goal?
26:28
[SPEAKER_00]: Okay, great.
26:29
[SPEAKER_00]: So I have that number.
26:30
[SPEAKER_00]: You have your number now.
26:31
[SPEAKER_00]: All right.
26:31
[SPEAKER_00]: How many customers or how many individual sales does that require?
26:36
[SPEAKER_00]: Now that I knew what I had, now that I knew what my revenue prediction was, I knew how many customers, I needed, I knew what the sales price was, that I needed.
26:44
[SPEAKER_00]: Well, now that I know how many customers, how many of those can I facilitate,
26:47
[SPEAKER_00]: at one time, what systems do I need to put in place to make sure, like you said, that young ladies model was never going to get to that, right?
26:54
[SPEAKER_00]: You can't serve enough customers or clients at this rate in order to get to that.
26:58
[SPEAKER_00]: But now that my rabbit, she didn't understand what needed to be predictable about her revenue, she didn't even think about that.
27:03
[SPEAKER_00]: We have these big numbers in our head.
27:06
[SPEAKER_00]: I want to make a million dollars, but you never predicted or you never broke down with those numbers look like, and that monthly goal
27:13
[SPEAKER_00]: is your predictable goal, but now you have to have the predictable revenue and work backwards from there, or every single month you're literally going to be starting out in panic when that number starts at zero.
27:25
[SPEAKER_02]: Well said, which moves into number five, where you're not charging enough in slow seasons to survive.
27:33
[SPEAKER_02]: So low prices don't protect you from going out of business.
27:38
[SPEAKER_00]: Yeah.
27:39
[SPEAKER_02]: Low prices don't automatically mean that people are going to kick down the door.
27:44
[SPEAKER_02]: to make you money.
27:45
[SPEAKER_02]: So you have low prices in one season, but if it's slow, you don't have enough margin in there to take care of you in the slow seasons.
27:53
[SPEAKER_02]: So you can either have a $100 offer where you need 300 people to make 3K or 3K or 3K or 3K or you have a 3K offer just need 10 people to make the same $30,000.
28:07
[SPEAKER_02]: But in the market, someone needs what you have to offer.
28:12
[SPEAKER_02]: I want to Miami, there's a venue out there that charges 15,000 dollars for their event area, that's the same size as mine.
28:22
[SPEAKER_02]: it starts 15,000.
28:24
[SPEAKER_02]: Here's the thing.
28:25
[SPEAKER_02]: When someone wants to book the studio, we got to go to, okay, how many chairs, how many people all that kind of stuff.
28:30
[SPEAKER_02]: They're, and then we we price it, and there's an hourly, their price starts at 15,000.
28:34
[SPEAKER_02]: He's not saying how many hours you need.
28:37
[SPEAKER_01]: You want it for the day?
28:38
[SPEAKER_02]: It's 15,000.
28:38
[SPEAKER_02]: And they are booked in busy.
28:41
[SPEAKER_02]: Man, for us to get 15,000 out of there, I need like three events.
28:47
[SPEAKER_01]: Yeah.
28:49
[SPEAKER_02]: a person at once an event and they see the value they might have paid 10 grand because they need what we have and they just realize that the people that just want to pay 3,000 4,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000
29:11
[SPEAKER_02]: offers.
29:13
[SPEAKER_02]: We have to have something that allows us to put something away for the slow season, so we can survive.
29:18
[SPEAKER_02]: But when the margins are so thin, that's actually the number one reason that businesses go out of business or run out of money, because the margins are so thin one week,
29:29
[SPEAKER_02]: week one week month and put you out of business.
29:32
[SPEAKER_00]: We'll put you right out of business which brings me to point number are we on six point number six you don't have an emergency plan hmm you have no emergency plan and this ties in to Davis first point about being the only person in your business that could do something like literally what if you got a sore throat what if you had a power outage what if
29:56
[SPEAKER_00]: and you're not able to fulfill, right?
30:00
[SPEAKER_00]: Could your business survive a seven-day emergency?
30:06
[SPEAKER_00]: If you don't have a backup plan, your business is fragile.
30:10
[SPEAKER_00]: In 2024, when I was going through my season, where I just wasn't feeling like myself, there were times that I could push through, right?
30:19
[SPEAKER_00]: But then there were also my emergency seasons, which I had nothing to give.
30:24
[SPEAKER_00]: And I had the ability to leverage my network and say, hey, I've got this weekly mentorship call.
30:32
[SPEAKER_00]: My community is used to getting value.
30:35
[SPEAKER_00]: And I'm the voice that they hear, but right now, I just don't have it in me.
30:40
[SPEAKER_00]: And I was able to tap into my network and schedule other people to take over those calls that I knew what delivered the same or higher level of value, then I would have that I would have delivered inside the community anyway, therefore.
30:54
[SPEAKER_00]: My business was able to survive for that period of time.
30:58
[SPEAKER_00]: I didn't have to worry about a decrease in revenue.
31:00
[SPEAKER_00]: I didn't have to worry about customer service complaints because I gave them like me or better inside that community.
31:08
[SPEAKER_00]: Do you have a backup plan?
31:10
[SPEAKER_02]: Hmm, I love that.
31:12
[SPEAKER_02]: Let's go on to number seven.
31:14
[SPEAKER_02]: The reason why your business is fragile, you sell too many things with no clear focus.
31:21
[SPEAKER_02]: Mm-hmm.
31:24
[SPEAKER_02]: for sure.
31:26
[SPEAKER_02]: Sometimes we need to have the offer then refine the offer and really measure how to offer work.
31:31
[SPEAKER_02]: So I just created an offer, I've been working on it for the last couple weeks, but I created this offer and I'm now learning the offer.
31:41
[SPEAKER_02]: Like, I'm learning how people are inspired to offer how to packers to offer, how to promote the offer, how do I explain the offer, the systems, that are required to make sure this specific offer runs.
31:54
[SPEAKER_02]: And we don't take enough time with the one thing that we offer, and refine all the stuff around it, so that we can actually optimize this particular thing that we're selling, and when things get slow, slow,
32:09
[SPEAKER_02]: Come on with another offer.
32:10
[SPEAKER_02]: We saw selling another offer.
32:12
[SPEAKER_02]: I got I got maybe like three core offers right now and I'm doing my very best to scale back all of the offers.
32:23
[SPEAKER_02]: And let's just go deeper.
32:24
[SPEAKER_02]: And let's make this one offer that I'm currently focused on work.
32:28
[SPEAKER_02]: Uh-huh.
32:28
[SPEAKER_02]: So many offers, y'all.
32:29
[SPEAKER_00]: Too many.
32:30
[SPEAKER_02]: Make sure business fragile.
32:31
[SPEAKER_00]: Yes, it does.
32:33
[SPEAKER_00]: Number eight.
32:35
[SPEAKER_00]: Number eight, your client experience is inconsistent.
32:38
[SPEAKER_00]: And I see this often, meaning you have people who buy from you, but the end result isn't necessarily the same.
32:44
[SPEAKER_00]: They the way that they got it isn't the same.
32:46
[SPEAKER_00]: You don't have any type of onboarding experience.
32:49
[SPEAKER_00]: You don't have any type of delivery or
32:52
[SPEAKER_00]: fulfillment experience.
32:53
[SPEAKER_00]: You have somebody who got their order from you in two days and then the next person complaints that their order has been two weeks and they haven't received their order yet.
33:02
[SPEAKER_00]: Why because you don't have a consistent experience, you probably are shipping offers, you're receiving the notification that you got in order.
33:11
[SPEAKER_00]: And if you have to go out and about anyway that day, you're going to ship it.
33:15
[SPEAKER_00]: But if you're not going out and about and it's cold and raining outside,
33:19
[SPEAKER_00]: And you don't feel like going out for the next two or three days, then that next person is waiting seven to 10 days on receiving their order from you.
33:25
[SPEAKER_00]: And then what happens is people start leaving reviews.
33:28
[SPEAKER_00]: Product is great.
33:28
[SPEAKER_00]: Took a little long to get here.
33:30
[SPEAKER_00]: And then somebody else is saying, Oh, really?
33:32
[SPEAKER_00]: It took a long time to get here.
33:33
[SPEAKER_00]: I got mine the next day.
33:35
[SPEAKER_00]: And then somebody else is responding to saying, I don't know how that happened.
33:37
[SPEAKER_00]: It took two weeks for me to get mine.
33:39
[SPEAKER_00]: It's not a consistent flow.
33:43
[UNKNOWN]: Yep.
33:43
[SPEAKER_00]: it's not consistent.
33:44
[SPEAKER_00]: You have some people who get responded to immediately like with your customer service because they happen to send the message at 3pm but what happens to that customer who gets who sends the message at 3am because they work all day.
33:57
[SPEAKER_00]: They're having to wait several hours to get a response to their communication.
34:01
[SPEAKER_00]: versus you having something set up that says we're out of office at this time, we'll come back and respond.
34:08
[SPEAKER_00]: You have to think about creating some type of a consistent client experience.
34:14
[SPEAKER_00]: And if that's you and you're like, yeah, all my customers don't get the same thing.
34:17
[SPEAKER_00]: Some of them get onboarded, some of them don't get onboarded.
34:20
[SPEAKER_00]: Some of them get a free gift, some of them don't get a free gift.
34:24
[SPEAKER_00]: My business is operating based on my mood.
34:26
[SPEAKER_00]: My business is operating based on how much money
34:28
[SPEAKER_00]: I have, which means your results vary, your reviews vary, and your reputation becomes questionable.
34:34
[SPEAKER_00]: That is a fragile business.
34:36
[SPEAKER_02]: 100%.
34:37
[SPEAKER_02]: Number 9.
34:38
[SPEAKER_02]: Hey, I need you out of comment.
34:39
[SPEAKER_02]: If this is resonating with you in any way, and you're realizing, oh, my God.
34:44
[SPEAKER_02]: My business is so fragile.
34:47
[SPEAKER_02]: And the cool thing is you can just take one of these points and really spend some time trying to figure out what the problem is exactly and fixing it.
34:55
[SPEAKER_02]: So number nine on why we have a fragile business as you rely too heavily on social media, too heavily on social media.
35:07
[SPEAKER_02]: you don't own that audience your first off you can do your very best to get someone to follow you to subscribe to your channel to like your stuff and social media won't even show that person your stuff yeah for sure
35:27
[SPEAKER_02]: Probably 50 to 60% of the post that you see are not people that you decided to follow.
35:33
[SPEAKER_00]: 1,000% every day I ask why am I seeing this.
35:39
[SPEAKER_02]: But if you look, if you like scroll through, just start counting the person, I'm gonna do mine real quick.
35:46
[SPEAKER_02]: So I say this as a very important point, you're relying on social media to push you, but they're not.
35:54
[SPEAKER_02]: And listen, so I'm just gonna go through my feed real quick, right?
35:59
[SPEAKER_02]: I'm gonna go through my feed.
36:00
[SPEAKER_02]: The first person I see is someone I follow.
36:03
[SPEAKER_02]: Second person I see is someone I follow.
36:09
[SPEAKER_02]: And then it shows me a bunch of suggested reels from people I don't follow.
36:13
[SPEAKER_02]: The fifth person I see, I'm not following that person.
36:17
[SPEAKER_02]: Kevin stage, I follow him.
36:19
[SPEAKER_02]: And then it shows me some suggested reels a bunch of people I don't follow.
36:22
[SPEAKER_02]: I do follow this person.
36:24
[SPEAKER_02]: This person, it says suggested for me, I don't follow that person.
36:27
[SPEAKER_02]: Then it shows me a bunch of threads from people who I don't follow.
36:30
[SPEAKER_02]: The next person I follow, the person after that, I don't follow.
36:33
[SPEAKER_02]: Like if you just scroll through, you will see they are pushing, not the people that you've decided to follow, but the people they want you to see, which means the people that decided to follow you, your audience, your community, your followers.
36:48
[SPEAKER_02]: aren't ever seeing your stuff.
36:49
[SPEAKER_02]: So we need to start not relying just on social media to build our business.
36:54
[SPEAKER_02]: We need to rely on social media.
36:56
[SPEAKER_02]: We need to rely on email.
36:58
[SPEAKER_02]: We need to rely on text message.
37:00
[SPEAKER_02]: We need to rely on our own community like we have a community.
37:05
[SPEAKER_02]: I can say whatever I want to say to the morning meet up.
37:07
[SPEAKER_02]: You can say whatever you want to say to actual CEO because we have a community of people where we meet on the regular basis things in that nature.
37:13
[SPEAKER_02]: So
37:14
[SPEAKER_02]: We are too reliant on social media and social media decides not to show your stuff or social media goes down your cooked
37:23
[SPEAKER_00]: hooked, scrambled, like eggs.
37:28
[SPEAKER_00]: All right, the last one that I'm going to leave you with today is you have no real direction.
37:36
[SPEAKER_00]: You are just out there, winging it.
37:38
[SPEAKER_00]: You're busy all the time.
37:40
[SPEAKER_00]: You're always doing something.
37:41
[SPEAKER_00]: You're one of those people that's always taking a call.
37:44
[SPEAKER_00]: You're always on a zoom.
37:45
[SPEAKER_00]: You're always in a meeting.
37:46
[SPEAKER_00]: You're always listening to another opportunity.
37:48
[SPEAKER_00]: You're always partnering with somebody to make this work.
37:51
[SPEAKER_00]: Oh, yeah, we should collab.
37:52
[SPEAKER_00]: We should link up.
37:53
[SPEAKER_00]: All this stuff, you're building, you're making a little money, but what are you really doing?
37:57
[SPEAKER_00]: What direction are we really going into?
38:00
[SPEAKER_00]: You've got a little bit of momentum based on all of these Zoom meetings and these connections and all these things, but you don't have a destination.
38:08
[SPEAKER_00]: And so when this partnership doesn't work out, or this affiliate doesn't work out, you're back to not making money and you're back to scrambling for more collaborations, more opportunities.
38:17
[SPEAKER_00]: You're finding yourself saying, yes, to everything, and this makes your business vulnerable, because you're literally just chasing whatever looks good.
38:25
[SPEAKER_00]: You're putting an offer out there, you're covering your eyes, and you're seeing if it worked, right?
38:29
[SPEAKER_00]: You don't have any direction.
38:31
[SPEAKER_00]: You're in a season where you're just trying anything, because you are desperate.
38:36
[SPEAKER_00]: You don't have a plan.
38:37
[SPEAKER_00]: You don't say, hey, let me create this plan.
38:39
[SPEAKER_00]: This is what it looks like.
38:40
[SPEAKER_00]: This is what it will look like.
38:41
[SPEAKER_00]: And I'm going to give this 90 days to produce some fruit.
38:44
[SPEAKER_00]: You put it out there one day, it doesn't work.
38:46
[SPEAKER_00]: Now you're panicking and you're like, oh, I remember such and such that we could collaborate on something, or maybe I should just switch what I'm doing all together.
38:54
[SPEAKER_00]: You are chasing momentum.
38:56
[SPEAKER_00]: You're chasing momentum.
38:57
[SPEAKER_00]: You're not chasing your ultimate destination.
39:00
[SPEAKER_00]: You're chasing momentum, not vision.
39:03
[SPEAKER_00]: And when you're chasing momentum, that means that you're looking for whatever happens next.
39:08
[SPEAKER_00]: When you're chasing vision, that means you're building something that is meant to last.
39:14
[SPEAKER_00]: Momentum doesn't happen like you want to operate while you're while you're in momentum.
39:19
[SPEAKER_00]: Yes, but you want to make sure that momentum has destination otherwise your business is fragile.
39:26
[SPEAKER_02]: Um, listen, family, I need you to just, if you were taking notes, put in one through ten, what we talked about, just let us know what you're, what you're struggling with most because we might be able to extract one of these into a whole episode just for you.
39:43
[SPEAKER_02]: But the next episode we're going to do.
39:45
[SPEAKER_00]: is just for you also.
39:47
[SPEAKER_00]: Yeah.
39:49
[SPEAKER_00]: It is just for you.
39:49
[SPEAKER_02]: So what are we're going to discuss in the next episode?
39:53
[SPEAKER_00]: Our next episode, hold on.
39:54
[SPEAKER_02]: We can't just give you the problem.
39:56
[SPEAKER_00]: We're not going to give you the problem.
39:57
[SPEAKER_00]: In the next episode, we are going to give you the solution is going to be seven pillars of a resilient business.
40:07
[SPEAKER_00]: That's a word.
40:08
[SPEAKER_00]: Here we gave you 10
40:11
[SPEAKER_00]: identification factors to determine if your business is fragile.
40:16
[SPEAKER_00]: Now we're going to give you seven factors to help you create a resilient business.
40:22
[SPEAKER_02]: I think the first thing before you even get to that episode is you need to be a part of a community.
40:30
[SPEAKER_00]: You need to be a part of a community.
40:31
[SPEAKER_00]: If you're a resilient business, it turns out that I have a community.
40:37
[SPEAKER_02]: do you.
40:37
[SPEAKER_00]: Yeah, I have a community call actionable CEO.
40:43
[UNKNOWN]: Wow.
40:44
[SPEAKER_00]: And inside that community, I developed entrepreneurs who are interested in personal.
40:49
[SPEAKER_00]: financial and professional development.
40:52
[SPEAKER_00]: Like we talk business in there, we exchange ideas and all the things and we commit to action steps every single week.
41:00
[SPEAKER_00]: You know what else Dave talked to me?
41:02
[SPEAKER_00]: Every single morning we do a motivational and prayer call.
41:06
[SPEAKER_00]: It's so empowering and uplifting.
41:09
[SPEAKER_00]: Like it's that's the stage for you to start your day with intention versus you just wing in it.
41:16
[SPEAKER_02]: Absolutely, let me tell you something.
41:19
[SPEAKER_02]: I said that because I too have a community.
41:24
[SPEAKER_00]: You do?
41:24
[SPEAKER_02]: Because there are people that are looking for a community.
41:27
[SPEAKER_00]: Yeah.
41:28
[SPEAKER_02]: And before you don't even have to wait until the next week's message to really start building a resilient business.
41:35
[SPEAKER_02]: So the morning meet up.
41:36
[SPEAKER_02]: We have been meeting every morning since 2019.
41:40
[SPEAKER_02]: Five days a week.
41:42
[SPEAKER_02]: I jump on Mondays, and I do Q&A on Tuesday, every single week.
41:47
[SPEAKER_02]: The cool thing is we focus on three pillars, content, community, and cash flow, OK?
41:54
[SPEAKER_02]: You are going to, we're actually focused right now these next six months on becoming a better content creator because you have a great content.
42:00
[SPEAKER_02]: You will build authority, but you need content.
42:03
[SPEAKER_02]: You need to start not only being a part of our community,
42:06
[SPEAKER_02]: building your own community, but also what's most important is your cash flow model.
42:12
[SPEAKER_02]: So, um, you can go to actionableseo.com or at the morning meetup.com.
42:17
[SPEAKER_02]: And one day, and one offer.
42:20
[SPEAKER_00]: In one day, you could have your offer.
42:22
[SPEAKER_02]: Well, I'm saying one day, we're going to have an offer.
42:24
[SPEAKER_00]: One day, we're going to have an offer.
42:26
[SPEAKER_00]: But we're not even going to teach you all with that today.
42:28
[SPEAKER_00]: We're going to keep you focused on actionableseo.com or
42:32
[SPEAKER_00]: the morning meetup.com pick your sauce pick your flavor whatever whatever come out and try as both you know what I mean try as both it works it works it works all right you guys we are We're batch recording today so we have to get ready for our next episode for those of you who are watching on YouTube Do what David said and let us know in the comments
42:55
[SPEAKER_00]: what stood out for you today where is your business vulnerable and exposed to fragility?
43:01
[SPEAKER_00]: All right, for those of you who are watching inside our community, where they get to see the episode before everybody else does, we want you to comment in the comments as well, wherever you're watching from and let us know what point stood out to you the most.
43:17
[SPEAKER_00]: We will see you on the next episode next week.
43:20
[SPEAKER_00]: Bitch!